Sales Force Design for Strategic Advantage

ISBN-10: 1403903050

ISBN-13: 9781403903051

Edition: 2004

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Book details

List price: $80.00
Copyright year: 2004
Publisher: Palgrave Macmillan
Publication date: 6/25/2004
Binding: Hardcover
Pages: 380
Size: 6.25" wide x 9.50" long x 1.25" tall
Weight: 1.562
Language: English

List of figures
List of tables
Preface and acknowledgments
Designing and Redesigning the Sales Force in Today's Changing World
A Process for Designing the Sales Force for Strategic Advantage
Sales Strategy
Go-To-Market Strategy
Designing the Sales Force Structure
Sales Roles
Sizing the Selling Organization
Sales Territory Alignment
Sustaining the Successful Selling Organization
Managing Change
Index
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